Your reward for succeeding in sales is it getting harder to succeed in sales lol

Your reward for succeeding in sales is it getting harder to succeed in sales lol. You ever notice that your reward for succeeding in sales is it actually getting more difficult for you to succeed in sales in the future? Let me explain what I mean. You ever crushed it in sales one quarter and then watched your number get raised the next quarter or the next year? You know exactly what I mean. The reward for overperforming or exceeding goals in sales is it getting more difficult for you to maintain that same level of compensation the following quarter, the following year. And almost nobody talks about why. And here is what most reps don't actually realize. Quota isn't based on what's possible. It's based on what you've already proven that you can do. So the second you hit 130% of quota, you didn't just have a great year, you just gave the company permission to raise the bar for yourself and others. Your ceiling now became the new floor. Your peak became the new expectation. Irregardless of market conditions, the fluke big deal that you had that just got bigger, or whatever it was that caused you to exceed quota. This is how planning actually works at most companies, by the way. Finance looks at last year's revenue, they add a growth target for the new year, then they look at the individual rep performers and they true up the leaders. Translation on this means that those that exceeded quota are now punished with a bigger number because they've proven that they can do it. You get the same reps that did the same great job, they get a smaller bump because the company is hedging. So you grinded, traveled a bunch, missed your kid's recital, you took the calls on vacation, did everything you could to hit that number and get that big, exceedingly high commission check. The company is now going to make sure that never happens again. Your reward for all of this is an email in February saying, hey, great job last year, we're going to make it 25% harder for you to do the same this year. This is the part that breaks sales reps. This is the thing that is the recipe for burnout in my opinion and why so many sales reps end up burning out. You start to realize that the game has a no-win condition built into it. There's no quarter where you can hit a number that's so big that the next year becomes easy in any way shape or form. It's going to become harder. The system is specifically designed so that doesn't happen. Just ask my business partner Derek, who hit one of the biggest deals in company history and all they did was restructure the comp plan so they didn't have to pay out what they actually owed him. Every win just resets the bar. Every overperformance becomes the new minimum. You're running on a treadmill that literally speeds up in perpetuity every time that you get faster. And here's the most messed up part, the reps that sandbag, who don't hit it too hard, who manage to hit a number to just stay barely above quota, who aren't actually the ones that want to exceed and really do their best, they get the same treatment as you next year. They have the exact same amount of job security that you do. They're protected, you're punished. Your effort literally costs you money in the long run. I lived this. The year I had my biggest number that I ever hit, broke company records, I made less the following year because it was so much harder to hit my new accelerators. I had an exceedingly amazing year where I closed some of the biggest deals in company history and what did they do? They made sure they never happened again. That was the moment that I realized that sales rewards overperformance once and punishes it forever. You can't win a game where the goalposts move every time that you score. The only way out is to stop playing and start playing your own game where you actually own the outcome. If you're new here, I drop free game for sales reps every single day where I explain business model where you can free yourself from the quota chasing hamster wheel and actually be rewarded in perpetuity for your overperformance by a business that actually pays you to do so. Drop a follow if you haven't already. And if you want to watch the free training on how I went from a six-figure sales rep to a seven-figure CEO, check out the link in the top of my profile.